Security Sales July 2021 - 8

Between Us Pros
scott.goldfine@emeraldx.com | @SSIeditor
supporting them through buying and operating a
security system. Technicians stay with a client until
they fully grasp a system, and if a question occurs
their security consultant is only a phone call
away. Support staff work to find answers rather
than pass off questions or give up on a client.
This human touch has resonated with clients and
led to over a hundred reviews from the B Safe Family,
often thanking us for going the step beyond for
them. But the step beyond is simply taking care
of a client in B Safe's eyes. This relationship is bolstered
through materials such as safety tips, social
media posts demonstrating new technologies and
B Safe's achievements, as well as monthly newsletters
that help clients make informed decisions.
Brian Schmidt, President, Schmidt Security Pro:
First is recruiting new employees and retaining
existing ones. Many businesses are faced with staff
shortages and competition for the talent pool. To
attract new employees, Schmidt Security Pro has
evaluated compensation packages, changed benefit
offerings to be more attractive, and applied
new methods of recruiting online and utilizing
local resources such as technical schools. The improved
benefits have also helped retain existing
employees. Another way we are working to retain
existing talent is by working on our communication
skills as a team. We believe conflict can often
be solved by improved communication, and
conflict is what may lead to someone searching
for a new position. In 2020, we invested in bringing
in industry consultants to help us improve
both our internal and external communications.
Concentrating on our communication methods
and messages has had a positive impact on our
co-workers, as well as our customers and the level
of service they are receiving.
Growing recurring monthly revenue is another
challenge. In the commercial security space,
there are a number of opportunities for recurring
monthly revenue and we know we have
barely scratched the surface. We are addressing it
by offering new and additional services to existing
customers and prospects. We have embraced
Cloud-based solutions for access control and video
services. By implementing a dedicated inside
salesperson, the responsibilities of this position
will include remote security surveys and using
System Surveyor as a platform to collaborate with
customers. We believe this will set the expectations
for remote solutions such as Cloud-based services.
8
Security Sales & Integration JULY 2021
Lastly is deploying new products and services.
As the world evolves around us, we are challenged
with keeping our customers and prospects
up to date with the variety of solutions we
provide. New technology is constantly being released.
Providing training for our technicians on
proper installation and service, training our sales
team on the features and benefits, and educating
our customers on the application and use of the
technology is a constant effort.
We have a system design & training specialist
who has been tasked with understanding the new
technology and training our teams. He works
closely with sales, service and customers. This
position has been critical in the rapidly changing
landscape impacting our business.
Pam Petrow, President/CEO, Vector Security:
First of all is the workforce challenge. Finding,
developing and retaining team members will
continue to be a key area of focus. With the declining
labor force participation, this is a problem
and it has been compounded by the changing
expectations of the workforce. Post-COVID
options for working from home, hybrid and numerous
other options are now part of what has to
be considered in addition to traditional position
duties, compensation and benefits.
Secondly is increased complexity. As our service
offerings continue to expand, the business is
more complex from both a service delivery and
management perspective. Our field people, internal
support people and sales team members
need a more robust understanding of the various
products and services. Our managers need to understand
the business and financial impacts of the
expanding lines of business and be able to manage
growth and profitability in this evolving market.
Finally is the pace of technology. Consumer
expectations and new entrants are pushing existing
vendor partners to deliver more services at a
faster pace. This means that not only do we as a
business need to keep up with customer expectations,
but our suppliers also have to increase their
pace of delivery while maintaining the security
and quality of their products.
SMARTER & MORE EFFICIENT
In an online exclusive, read how these and
other top companies are optimizing their
operations at securitysales.com/smarter.
" In the
commercial
security space,
there are a
number of
opportunities
for recurring
monthly
revenue and
we know we
have barely
scratched the
surface. "
- Brian Schmidt
securitysales.com
http://www.securitysales.com/smarter http://www.securitysales.com
Security Sales July 2021

Table of Contents for the Digital Edition of Security Sales July 2021
